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Specialty Plastics / Circular Economy Business Development Manager

Job Requisition ID:  30082

Founded in 1920, Eastman is a global specialty materials company that produces a broad range of products found in items people use every day. With the purpose of enhancing the quality of life in a material way, Eastman works with customers to deliver innovative products and solutions while maintaining a commitment to safety and sustainability. The company’s innovation-driven growth model takes advantage of world-class technology platforms, deep customer engagement, and differentiated application development to grow its leading positions in attractive end-markets such as transportation, building and construction, and consumables. As a globally inclusive and diverse company, Eastman employs approximately 14,500 people around the world and serves customers in more than 100 countries. The company had 2019 revenues of approximately $9.3 billion and is headquartered in Kingsport, Tennessee, USA

 

Eastman is working to catalyze the transformation from a linear to a circular economy.  With the launch of two commercial molecular recycling technologies, Eastman sees the opportunity to show what is possible and create real solutions to the world’s plastic waste problem.  In order to do this, we must shape market expectations, break through old paradigms, and drive change in the market.  As such, we are looking for sellers who have a passion for sustainability, are exceptional in their functional discipline, and can lead customers and markets to a more sustainable future.

 

Role Description

 

The Business Development Manager is responsible for engaging downstream of Eastman’s direct buying accounts that are often molders for brand owners and retailers to maintain existing specifications, grow wallet share of existing brands, and grow new business in-line with the market strategies.  As a member of the market segment team, they play a critical role in not only driving downstream specifications to achieve new business goals, but also engaging externally to inform and shape the sustainability growth projects.  The Business Development Manager must be able to gain access to companies not directly buying from Eastman, network to reach key decision makers and influence their decisions on the adoption of Eastman’s technologies.  Through an understanding of what motivates the company and individuals, the Business Development Manager will work with the segment team to present compelling value propositions to drive the adoption of technologies and achieve Eastman’s sustainability strategy.

 

Responsibilities 

 

  • Develop and implement territory strategies to allocate their and the supporting resources’ time to generate new business, protect existing business, and grow wallet share with downstream specifiers
  • Develop and implement account strategies to meet the objectives of their territory and the market segment strategies
  • Drive specifications at downstream companies, lead discovery to uncover insights and test sustainability hypotheses, and develop compelling value propositions to drive the adoption of sustainability technologies
  • Collaborate with account managers globally and market segment team to ensure specifications result in new business and eliminate all barriers to the realization of the new business
  • Manage the sales information systems to ensure insights and information are captured by the organization, and the market activation plans are executed and meeting expectations 

 

Education and/or Experience 

 

  • Bachelor’s Degree from an accredited college or university, or relevant work experience, is required. 
  • 5+ years commercial experience 
  • Experience developing and executing account strategies with cross functional team members is required
  • Advanced command of English; knowledge of a second European Language [next to mother tongue] would be an advantage for European positions


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